A Decision Maker is a pivotal figure in the world of SaaS B2B sales, as the gatekeeper
of final approvals and the ultimate authority in the purchasing process, they hold the key to success or failure for a SaaS salesperson seeking to book a meeting or secure a deal.
In a landscape where multiple stakeholders and intricate hierarchies can complicate the sales journey, the Decision Maker stands as the beacon of hope for SDRs
Without them in your corner, you can kiss that commission goodbye.
As salespeople, the one we want to talk to and book the meetings with is the Decision Maker.
Sometimes we go through others, convincing them of the offer before arriving at the Decision Maker. These people are known as "Champions" because they champion your product or service to the Decision Maker.
Ultimately, however, you want to charm the Decision Maker specifically. And to do that, you need to book a meeting with them specifically, so long as they meet your Ideal Customer Profile
If they're not a good fit, the sale won't go through.